Workday
Sr Director, Sales Development (North America)
Workday, Chicago, Illinois, United States, 60290
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Sr Director, Sales Development (North America)
role at
Workday .
Workday is an enterprise cloud platform that helps organizations manage people, financials, and planning. We are dedicated to building a culture rooted in integrity, empathy, and shared enthusiasm. Our mission is to make hard work pay off for our people, our customers, and the world. You will join a Fortune 500 company that supports a supportive, collaborative environment where curiosity, courage, and optimism are valued.
About The Team Join our growing Field Sales team! The Sales Development Senior Director is accountable for delivering the high‑quality pipeline required to meet North America sales growth targets by leading the team responsible for demand generation and business development activities.
About The Role This senior sales leadership role leads a team of Regional Managers and is a key member of our North America Leadership Team. The incumbent will drive revenue growth, team success, and continue our growth story in the region.
Responsibilities
Develops the Sales Development Go to Market (GTM) plan aligned to Field Sales to optimize market coverage, maximize growth, drive key industry penetration and focused solutions expansion (e.g. Financials or Planning). Plan definition includes alignment of sales motions, territories, coverage ratios and corresponding compensation incentives.
Defines the operating plan that aligns the role and prospecting responsibilities of the Sales Development team to the sales qualification funnel for pipeline target achievement.
Drives the business management cadence of the organization across the key activities, metrics and outcomes required to drive consistent and predictable performance. Achieves quarterly pipeline generation targets and accurately forecasts quarterly pipeline metrics.
Works strategically with strategy and operations as well as sales to define pipeline coverage strategies and provides solutions for areas of the business in need.
Aligns with and delivers to sales a comprehensive update on business strategies, efforts and campaigns that extend beyond just results and/or data inputs.
Works across Marketing, Field Sales, Sales Support and Sales Operations to ensure tight operating interlock and high levels of stakeholder management to include alignment on shared targets, objectives, key performance indicators, GTM priorities, programs and timelines.
Leads, manages and develops a team of Sales Development Representatives (SDR) including the recruitment, hiring, and coaching of managers and SDRs. Drives a career development vision oriented to a performance and growth mindset culture. In conjunction, ensures clear career path definition and principles of individual career development that prepares SDRs for future career opportunity in a Sales, Marketing, Presales, Value Management, and Sales Operation capacity.
Drive Workday Culture and cross‑group collaboration as a member of the regional leadership team.
Works collaboratively with peers in other geographies, as well as those within the region, to identify new processes and procedures that can be replicated within the North America region.
Ability to come up with new ideas and try new initiatives. Fear of failure is not a consideration, but instead a constant focus on improvement and efficiency even if it means doing things a new way or asking the team to stretch to new motions.
About You Basic Qualifications
10+ years experience as a sales leader overseeing geographically distributed teams within a complex, team‑based software sales environment.
5+ years experience leading distributed teams of 100+ employees. Second line leadership experience required, third line leadership preferred.
Recent successful experience and proven ability to develop a prospect pipeline via high volume outbound prospecting and engaging business executives in an enterprise software sales environment. Previous experience leading first line managers in a more traditional sales/sales leadership capacity is also considered.
Other Qualifications
You bring the leadership abilities to motivate and focus the regional organization on team and individual objectives, and exceptional leadership experience focused on empathetic leadership.
You always overachieve. We’re going to want to know how successful you’ve been against KPIs in your most recent role as past success is a strong indicator of future success.
Excellent communication with a particular emphasis on collaboration and partnering for a joint outcome.
Deep understanding of business processes. Solid knowledge of demand generation processes, Marketing planning & pipeline building.
Experience working closely with Sales Operations and Marketing supporting Field marketing activities within the territory, including webinars, trade shows, and demand generation campaigns.
Strong analytics capabilities – demonstrated experience leveraging data analysis, modeling, and/or financial analysis to support or drive business decisions.
Ability to address and offer global solutions to problems that extend beyond our region.
Ability to take an action plan from inception to completion with providing the right level of detail and updates.
Ability to work strategically with sales and sales leadership on trackable campaigns and other strategic matters.
Ability to proactively identify and act on organizational issues and implement a solution.
Ability to delegate to the broader team for various initiatives as required.
And last of all, you hold yourself to a set of values that align with ours. We’re a purpose‑driven organization, and we seek like‑minded Workmates.
Workday Pay Transparency Statement The annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. As part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role‑specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please click here.
Primary Location: USA.GA.Atlanta
Primary Location Base Pay Range: $196,000 USD – $294,000 USD
Additional US Location(s) Base Pay Range: $186,200 USD – $330,800 USD
Our Approach to Flexible Work With Flex Work, we’re combining the best of both worlds: in‑person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. Flex Work requires us to spend at least 50% of our time in the office or in the field each quarter. Those in our remote “home office” roles also have the opportunity to come together in our offices for important moments that matter.
Equal Opportunity Employer Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records. Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.
Application Process If you’re interested in this opportunity, please submit your application directly to this advertisement along with an updated resume that clearly outlines your current role. A well‑crafted and customized resume for this specific opening will help us determine your suitability for this amazing opportunity.
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Sr Director, Sales Development (North America)
role at
Workday .
Workday is an enterprise cloud platform that helps organizations manage people, financials, and planning. We are dedicated to building a culture rooted in integrity, empathy, and shared enthusiasm. Our mission is to make hard work pay off for our people, our customers, and the world. You will join a Fortune 500 company that supports a supportive, collaborative environment where curiosity, courage, and optimism are valued.
About The Team Join our growing Field Sales team! The Sales Development Senior Director is accountable for delivering the high‑quality pipeline required to meet North America sales growth targets by leading the team responsible for demand generation and business development activities.
About The Role This senior sales leadership role leads a team of Regional Managers and is a key member of our North America Leadership Team. The incumbent will drive revenue growth, team success, and continue our growth story in the region.
Responsibilities
Develops the Sales Development Go to Market (GTM) plan aligned to Field Sales to optimize market coverage, maximize growth, drive key industry penetration and focused solutions expansion (e.g. Financials or Planning). Plan definition includes alignment of sales motions, territories, coverage ratios and corresponding compensation incentives.
Defines the operating plan that aligns the role and prospecting responsibilities of the Sales Development team to the sales qualification funnel for pipeline target achievement.
Drives the business management cadence of the organization across the key activities, metrics and outcomes required to drive consistent and predictable performance. Achieves quarterly pipeline generation targets and accurately forecasts quarterly pipeline metrics.
Works strategically with strategy and operations as well as sales to define pipeline coverage strategies and provides solutions for areas of the business in need.
Aligns with and delivers to sales a comprehensive update on business strategies, efforts and campaigns that extend beyond just results and/or data inputs.
Works across Marketing, Field Sales, Sales Support and Sales Operations to ensure tight operating interlock and high levels of stakeholder management to include alignment on shared targets, objectives, key performance indicators, GTM priorities, programs and timelines.
Leads, manages and develops a team of Sales Development Representatives (SDR) including the recruitment, hiring, and coaching of managers and SDRs. Drives a career development vision oriented to a performance and growth mindset culture. In conjunction, ensures clear career path definition and principles of individual career development that prepares SDRs for future career opportunity in a Sales, Marketing, Presales, Value Management, and Sales Operation capacity.
Drive Workday Culture and cross‑group collaboration as a member of the regional leadership team.
Works collaboratively with peers in other geographies, as well as those within the region, to identify new processes and procedures that can be replicated within the North America region.
Ability to come up with new ideas and try new initiatives. Fear of failure is not a consideration, but instead a constant focus on improvement and efficiency even if it means doing things a new way or asking the team to stretch to new motions.
About You Basic Qualifications
10+ years experience as a sales leader overseeing geographically distributed teams within a complex, team‑based software sales environment.
5+ years experience leading distributed teams of 100+ employees. Second line leadership experience required, third line leadership preferred.
Recent successful experience and proven ability to develop a prospect pipeline via high volume outbound prospecting and engaging business executives in an enterprise software sales environment. Previous experience leading first line managers in a more traditional sales/sales leadership capacity is also considered.
Other Qualifications
You bring the leadership abilities to motivate and focus the regional organization on team and individual objectives, and exceptional leadership experience focused on empathetic leadership.
You always overachieve. We’re going to want to know how successful you’ve been against KPIs in your most recent role as past success is a strong indicator of future success.
Excellent communication with a particular emphasis on collaboration and partnering for a joint outcome.
Deep understanding of business processes. Solid knowledge of demand generation processes, Marketing planning & pipeline building.
Experience working closely with Sales Operations and Marketing supporting Field marketing activities within the territory, including webinars, trade shows, and demand generation campaigns.
Strong analytics capabilities – demonstrated experience leveraging data analysis, modeling, and/or financial analysis to support or drive business decisions.
Ability to address and offer global solutions to problems that extend beyond our region.
Ability to take an action plan from inception to completion with providing the right level of detail and updates.
Ability to work strategically with sales and sales leadership on trackable campaigns and other strategic matters.
Ability to proactively identify and act on organizational issues and implement a solution.
Ability to delegate to the broader team for various initiatives as required.
And last of all, you hold yourself to a set of values that align with ours. We’re a purpose‑driven organization, and we seek like‑minded Workmates.
Workday Pay Transparency Statement The annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. As part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role‑specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please click here.
Primary Location: USA.GA.Atlanta
Primary Location Base Pay Range: $196,000 USD – $294,000 USD
Additional US Location(s) Base Pay Range: $186,200 USD – $330,800 USD
Our Approach to Flexible Work With Flex Work, we’re combining the best of both worlds: in‑person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. Flex Work requires us to spend at least 50% of our time in the office or in the field each quarter. Those in our remote “home office” roles also have the opportunity to come together in our offices for important moments that matter.
Equal Opportunity Employer Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records. Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.
Application Process If you’re interested in this opportunity, please submit your application directly to this advertisement along with an updated resume that clearly outlines your current role. A well‑crafted and customized resume for this specific opening will help us determine your suitability for this amazing opportunity.
#J-18808-Ljbffr